NAR Course BPOR Student Manual

F
BPOs: The Agents

Role in the
Valuation Process
Student Manual
A program by the National Association of

REALTORS and the Center for Specialized
REALTOR Education
BPOs: The Agents Role in the Valuation Process
Copyright 2011 Center for Specialized REALTOR Education of the NATIONAL ASSOCIATION
OF REALTORS
All Rights Reserved
IMPORTANT NOTE: The Center for Specialized REALTOR Education and the National
Association of REALTORS, its faculty, agents, and employees are not engaged in rendering
legal, accounting, financial, tax, or other professional services through these course materials. If
legal advice or other expert assistance is required, the student should seek competent
professional advice.
National Association of REALTORS

430 N. Michigan Avenue
Chicago, IL 60611
Phone: 1-855-640-8863
Fax: 1-312-329-8232
BPOR@realtors.org
www.BPOR.org
2011
Instructor Notes
2011
Instructor Notes
2011
Table of Contents
Introduction ........................................................................................................................................ 9
Module 1: Roles and Responsibilities ................................................................................................. 13
Learning Objectives.............................................................................................................. 13
BPOs and CMAs ................................................................................................................... 14
How Do Appraisals Differ from CMAs and BPOs?.................................................................. 14
Multiple Uses of BPOs .......................................................................................................... 14
License Laws ........................................................................................................................ 16
Code of Ethics ...................................................................................................................... 17
Determining Competence .................................................................................................... 19
Company Policies and Risk Management ............................................................................. 20
Summary of Module 1.......................................................................................................... 22
Module 2: Tools ................................................................................................................................. 23
MLS ..................................................................................................................................... 23
Public Records ..................................................................................................................... 24
Realtors Property ResourceTM (RPRTM) .................................................................................. 24
Automated Valuation Models (AVMs) .................................................................................. 25
Pros and Cons of AVMs ........................................................................................................ 25
Usefulness of AVMs ............................................................................................................. 26
Other Resources .................................................................................................................. 27
Valuation Terminology ......................................................................................................... 28
Module 3: BPO Assignment ............................................................................................................... 33
BPO Assignment .................................................................................................................. 33
Managing Confidential Information...................................................................................... 36
Lockbox Access .................................................................................................................... 38
Choosing Appropriate Comparables ..................................................................................... 39
Adjusting the Comps ............................................................................................................ 43
How Adjustments are Determined ....................................................................................... 45
Other Factors in Determining Market Value ......................................................................... 49
Market Conditions ............................................................................................................... 50

Photo Specifications............................................................................................................. 54
Module 4: Putting It All Together ....................................................................................................... 57
BPO Elements ...................................................................................................................... 57
Exercise: Complete a BPO .................................................................................................... 58
Conclusion ......................................................................................................................................... 97
Appendices...................................................................................................................................... 101
Real Estate Standards Organization (RESO) ........................................................................ 101
RETS 1.8 ............................................................................................................................. 101
Broker Price Opinion Guidance Document ......................................................................... 102
BPO Companies ................................................................................................................. 103
Glossary........................................................................................................................................... 105
2011
Introduction
Introduction
Acknowledgments
REBAC and the National Association of REALTORS(NAR) expresses
gratitude and appreciation to the following individuals for their subject
matter and industry expertise, input and feedback, and commitment to
providing the best education for todays real estate professionals:
David DeMello, Chief Appraiser, Clear Capital, Truckee, CA
Lynn Madison, ABR, ABRM, GRI, SFR, SRES, Lake Zurich, IL
Melanie McLane, ABR, CRB, CRS, e-PRO, GREEN, GRI, RAA,

RSPS, SRES, Jersey Shore, PA
Matt Wilkins, CRS, e-PRO, GRI, Woodbridge, VA
Welcome
NAR is pleased to welcome you to todays course on Broker Price
Opinions (BPOs) and the role of agents in the valuation process. Please
take advantage of this opportunity to engage in the subject matter, ask
questions, and share your experiences and opinions. You all have
something to learn and something to contribute.
Instructor and Student Introductions
Notes:
About This Course

This first decade of the twenty-first century has presented multiple
challenges to our real estate industry (e.g., a housing boom and rising
property valuations in the early 2000s, followed by economic decline,
mortgage defaults, and a very unsettled market place in the later part of
the decade). Evaluating property values depends more than ever on
professional expertise and competence, the best use of technology, and a
commitment to approach the valuation assignment from all pertinent
perspectives.
This course is specifically designed to help residential real estate agents
and brokers enhance their skills in creating BPOs, reducing risk, and
applying alternative valuation methods.
What You Will Learn

This course will discuss the following topics:
Module 1: Roles and Responsibilities
o Multiple uses of BPOs and Comparative Market Analyses
(CMAs)
o Code of Ethics
o Determining Competence
o Company Policies and Risk Management
Module 2: Tools
o Multiple Listing Service (MLS)
o Public Records
o Automated Valuation Models (AVMs)
o Valuation Terminology
Module 3: BPO Assignment
o BPO Assignment
o Managing Confidential Information
o Lockbox Access
o Choosing Appropriate Comps
o Adjusting Comps
o Market Value and Condition
o Photo Specifications
Module 4: Putting It All Together
o BPO Elements
o Complete a BPO
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2011
Introduction
Learning Objectives
At the conclusion of this course, students will be able to:
Prepare accurate and professional BPOs.
Evaluate market valuation tools for the most productive

preparation of professional and accurate BPOs.
Identify and weigh all significant factors influencing the creation

of a useful valuation.
How to earn the BPOR (Broker Price Opinion Resource)

Certification
1. Complete the one-day course BPOs: The Agents Role in the
Valuation Process with a passing examination score of 80%.
2. View a free one-hour webinar found at www.BPOR.org.
3. Submit BPOR application and $199 one-time application fee.
4. Be a member in good standing of the National Association of
REALTORS or one of its international cooperating associations.
Benefits include:
Eligibility to receive BPO orders (Approximately 2 weeks after you

have been BPOR certified, you will receive a call from the BPO
panel administrator. Please respond quickly in order to receive
BPO orders.)
Differentiation as a BPOR in the online directories of Realtor.com
and Realtors.org
Use of BPOR logo and name
Press release and customizable marketing materials
Downloadable BPOR certificate
BPOR lapel pin available for purchase through REALTOR Team
Store
No annual recertification fee (except maintained membership in
NAR or cooperating association)
BPO course is elective for ABR Designation
For more information, visit www.BPOR.org or email BPOR@realtors.org.
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2011
Module 1
Module 1: Roles and Responsibilities

Learning Objectives
At the conclusion of this module, you will be able to:
Differentiate a BPO from an appraisal or CMA
Explain competence within the framework of the Code of Ethics
Describe how competence is determined
Outline the Value of Company Policies Pertinent to Risk

Management
Definition
A Broker Price Opinion (BPO) is an estimate of the probable selling price
of a property.
Positive Prospects
According to industry estimates, over 10 million BPOs are performed
annually across the country. BPOs provide critical information for
decisions and have been widely adopted as a valuation tool in the
mortgage industry. BPOs have become an important and different source
of information for the real estate industry and, increasingly, for
government programs intended to aid the economy and help
homeowners avoid foreclosure. For brokers and agents, BPOs provide
multiple professional and fiscal opportunities for growth and expansion.
Questions:
For whom do you do BPOs?
For what purposes are the BPOs being done?
Why would an agent want to do BPOs?
Notes:
13
BPOs and CMAs

While the terms BPO and CMA are often used interchangeably, there are
some subtle differences:
BPOs are generally prepared for mortgage lenders.
Historically, BPOs were not as thorough as CMAs; but they are

becoming more consistent as more interior ones are done.
CMAs are generally prepared for homeowners.
There are BPO and CMA features that are very similar:
BPOs and CMAs are estimates of the probable selling price of a

property. They include an inspection of the subject property,
subject neighborhood inspection and analysis, local and regional
market information and trends, and a description of comparable
properties that are similar to the subject property.
BPOs and CMAs must be prepared by a licensed real estate

broker, agent, sales person, or a registered, licensed, or certified
appraiser. An agent completing a BPO or CMA for a client is not
necessarily assured of receiving the listing of the property.
The final report must comply with client/BPO company guidelines,

or provide sufficient explanations/comments.
BPO representatives should not be influenced by any party

involved with the property at the time of report completion.
How Do Appraisals Differ from CMAs and BPOs?

Appraisal: A certified appraisal is a formal, impartial estimate or opinion
of value, usually written, of an adequately described property, as of a
specific date, and supported by the presentation and analysis of relevant
data. It is prepared as a result of a retainer, for reliance by identified
parties, and for which the appraiser accepts responsibility. Only a statecertified appraiser can provide a certified appraisal.
CMA or BPO: A CMA or BPO is an informal estimate of market value,
based on comparable sales in the neighborhood, performed by a real
estate agent or broker.
Multiple Uses of BPOs
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2011
Module 1
BPOs can effectively be used in the following situations:
Investments: An investor may have 50 properties in a portfolio

and may need to update the value of the portfolio. The investor
may also want to sell some of the properties and needs an
evaluation of those properties. (These are mostly commercial real
estate events.)
Distressed loans: Defaulted loans are the primary reason for

performing a BPO for a lender. A lender may want to determine
whether to do a loan modification or to proceed with a
foreclosure.
Legal: Such legal events as divorce, bankruptcy, and estate

planning often benefit from a BPO.
Removal of PMI: If a homeowner requests the removal of their

PMI premium when they believe there is a 20% equity position in
the property either they, or the lender, could request a CMA or
BPO.
HELOC Review: BPOs may be used to determine a home equity

line of credit.
Note: One should not use BPOs in lieu of an appraisal for purchase
money loan origination purposes.
Notes:
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License Laws
Before accepting any assignment, licensees are advised to review their
state license law to determine if they have the authority to do BPOs.
State laws will generally fall into the following three categories.
Unlimited authority
There are no
limitations on real
estate brokers and
sales persons
performing price
and/or valuation
analyses, including
appraisals in nonfederally related
transactions.
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Limited authority
Real estate brokers
and sales people may
perform broker price
opinions, comparative
market analysis, etc. as
part of the listing
process, and for other
purposes.
The broker or sales
person may or may
not be permitted to
charge a fee for their
services.
Restricted
Some states do not
allow licensees to do
BPOs at all.
Others may require
BPOs be done by
brokers only;
salespersons are not
allowed to do them.
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Module 1
Code of Ethics
When called upon to describe their roles and responsibilities as real
estate practitioners, participants can find no better resource than the
Code of Ethics developed by NAR, specifically Article 11. Article 11
focuses on the real estate agents role and responsibilities in listing
properties, advertising, representing a seller or buyer, concluding
transactions, etc.
Article 11
Article 11 reads:
The services which REALTORS provide to their clients and customers
shall conform to the standards of practice and competence which are
reasonably expected in the specific real estate disciplines in which
they engage. REALTORS shall not undertake to provide specialized
professional services concerning a type of property or service that is
outside their field of competence unless they engage the assistance of
one who is competent on such types of property or service, or unless
the facts are fully disclosed to the client. Any persons engaged to
provide such assistance shall be so identified to the client and their
contribution to the assignment should be set forth. (Amended 1/10)
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Standard of Practice 11-1

When REALTORS prepare opinions of real property value or price, other
than in pursuit of a listing or to assist a potential purchaser in formulating
a purchase offer, such opinions shall include the following unless the party
requesting the opinion requires a specific type of report or different data
set:
Identification of the subject property
Date prepared
Defined value or price
Limiting conditions, including statements of purpose(s) and

intended user(s)
Any present or contemplated interest, including the possibility of

representing the seller/landlord or buyers/tenants
Basis for the opinion, including applicable market data
If the opinion is not an appraisal, a statement to that effect

(Amended 1/10)

The obligations of the Code of Ethics in respect of real estate disciplines
other than appraisals shall be interpreted and applied in accordance with
the standards of competence and practice which clients and the public
reasonably require to protect their rights and interests considering the
complexity of the transaction, the availability of expert assistance, and,
where the REALTOR is an agent or subagent, the obligations of a
fiduciary. (Adopted 1/95)
When REALTORS provide consultive services to clients which involve
advice or counsel for a fee (not a commission), such advice shall be
rendered in an objective manner and the fee shall not be contingent on
the substance of the advice or counsel given. If brokerage or transaction
services are to be provided in addition to consultive services, a separate
compensation may be paid with prior agreement between the client and
REALTOR. (Adopted 1/96)
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2011
Module 1

The competency required by Article 11 relates to services contracted for
between REALTORS and their clients or customers; the duties expressly
imposed by the Code of Ethics; and the duties imposed by law or
regulation. (Adopted 1/02)
Determining Competence
Understanding in theory what competence is, real estate agents next
need to develop a facility for applying theory to real-life situations. In
other words, how do you determine whether you have competence?
Competence
Competency is gained through experience and affiliation with another
REALTOR who has experience and knowledge. No one comes into the
business competent. We all find ourselves involved in new waters
doing things in real estate we have not done before. However, it is
inherent upon the agent to know when the level of competence required
is beyond his or her abilities and to either seek assistance, or decline.
There are certain times when an appraisal should be done instead of a
BPO or a CMA and it would be the agents duty to decline the request
and recommend an appraisal if the situation warrants. If the property is
not within the agents area of expertise, referring the client to a licensee
who specializes in that type of property would be appropriate. (You
cannot refer a BPO vendor client to another agent. If the property is not
in your area of expertise you would simply not take the assignment.)
Competency includes:
Geographic competence
o This refers to the agent's knowledge of the marketplace in
which the property is located.
o Each geographic market has its own quirks and nuances
and it is very easy for an agent to be out of his or her area
of competence.
Property type
o Many agents may be comfortable valuing residential
property, but not complex commercial or special purpose
property.
Access to information
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o Evaluate the types of information and ease in accessing

that information to help in determining competence.
Company Policies and Risk Management
Failure to Supervise
As a general rule, the phrase failure to supervise refers to a stated or
implied obligation on the part of the principal broker to make reasonable
efforts to oversee and regulate the actions of an associate broker or sales
associate who works for or with the brokerage agency to ensure they
conform to the REALTOR Code of Ethics and applicable license laws.
In addition, the person with direct supervisory responsibility over an
associate broker or sales associate is responsible for a violation of the
Code of Ethics or of pertinent state statutes if that supervisor ordered,
ratified, or overlooked the violation at a time when its consequence
could have been avoided or mitigated and failed to take any remedial
action. That is why many managing brokers review and sign off on each
BPO done by agents in their office.
More sales associates are preparing CMAs as a routine part of their
business and those in and of themselves come with their own levels of
responsibility and liability. However, when third parties request BPOs,
they open themselves up to new liabilities. The top risks one needs to be
aware of include:
20
Not Having a Policy. A broker should have a policy that spells out
when it is appropriate to prepare a BPO, what one may charge,
who handles the fees, and who keeps records. Not having a policy
is risky for the real estate agent and the broker because state law
could impose a penalty if BPOs are prepared improperly or
mischaracterized.
Using Incorrect Terminology. Comparative Market Analysis (CMA)

and/or Broker Price Opinion (BPO) means the analysis of sales of
similar recently-sold properties in order to derive an indication of
the probable sales price of a particular property by a licensed real
estate broker. It is not an appraisal and should not be referred to
as one.
Failure to Adhere to State Laws. Be sure to investigate what is

legal in your state. Your policy should include specific language
allowing only what is permitted.
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Module 1
Being Uninsured. If the E&O policy (Errors & Omissions) does not
specify that it will cover liability for BPOs, one should obtain a
policy that does.
No Policy on Compensation Flow. Compensation is another issue

that needs to be addressed in company policy handbooks. Most
states require all compensation to flow through the responsible
broker. Each broker should have a company policy on how
compensation is handled.
Common Disclaimer Information

A disclaimer is a formal statement that says a person is not legally
responsible for something, such as the information given in a brochure,
ad, or online; or a claim that a person has no direct involvement or
connection with it.
In our industry, there are familiar disclaimers that are often used, for
example:
This is a market analysis, not an appraisal and was prepared by a licensed
real estate broker or associate broker, not a licensed appraiser.
This market analysis is based on information we had on (date). This
information may need to be updated.
A disclaimer needs to be specific to the situation. It needs to fit the
context of what is being disclaimed. A disclaimer is not a guarantee that
you will not be sued. If you should not be doing something, do not do it.
Disclaimers cannot compensate for poor judgment.
Some states have their own disclosures that they require to be used on
BPOs. Please check your own state requirements.
Square Footage Disclaimer
One disclaimer is appropriate when discussing public records and square
footage information. Part of the challenge in supplying accurate square
footage to clients is finding a reliable source of data. Many practitioners
rely on the square footage contained in the tax assessors records or the
MLS. Those records are a convenient source, but public records were
never intended to be used by the real estate industry as a source of
square footage and many agents have input the square footage
incorrectly in the MLS. Actual verification of square footage when doing a
BPO is virtually impossible so a disclaimer would be advised indicating the
actual square footage is neither warranted nor is it guaranteed correct.
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Record Retention
Brokers are reminded that BPOs would fall under the same retention
guidelines as any other real-estate related documents. All state license
law requirements should be followed.
If no retention of documents guidelines are part of your license law it is
recommended that you retain BPO records for a minimum of one year.
Many experienced BPO brokerage firms have a five-year retention policy.
It is also recommended that additional information be retained in your
file. For example, if there were comparables you did not use, keeping a
copy of them with a note as to why they were not used may save you
from potential liability and/or save you an immense amount of time
when the bank or BPO client comes back and asks why you did not
include specific properties.
Summary of Module 1
Please write down three key points you have learned from this module.
Key Points:
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2011
Module 2
Module 2: Tools
Identify tools that are or are not useful in preparing effective

BPOs
Explain when it is appropriate to incorporate information from

AVMs when preparing BPOs
Define key valuation terms and pricing concepts
MLS
Purpose
The primary purpose of the Multiple Listing Service (MLS) is to provide a
facility for making an offer of cooperation and publishing a unilateral
offer of compensation by a listing broker to other broker participants in
that MLS. In other words, the compensation offered to a cooperating
broker by the listing broker is published within the MLS to other
cooperating brokers.
MLS Use
While the chief use of MLS services is assisting in the sale of a property,
most computerized MLS services allow members to number crunch
multiple possibilities. This is helpful in pricing property and determining
trends in the market.
Markets Where Sales Are Not in MLS
A huge task awaits the agent working in a market with many nonbrokered sales. For example, many new construction sites are not listed
with brokers because the builder is selling the facilities. If this is the case
then the agent will need to access public records for information.
Access to public records may also
vary by state. Public records in
non-disclosure states contain
information that a sales
transaction has taken place but
the sale price is not disclosed. In
non-disclosure states, the
information on non-brokered,
non-MLS sales is limited.
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Public Records
The most often-used public records
are County Assessors tax data,
property records (e.g., deeds,
mortgages, liens, leases, etc.), and
land surveyor charts.
Public records are often maintained in
physical files. Many public records are
available via the Internet or other
sources. Even though they are public,
their accessibility is not always simple,
free, or easy.
Realtors Property ResourceTM (RPRTM)
NAR has initiated the creation of RPR, a "Second Century Initiative,"
which is comprised of an online real estate catalog with information on
every property in the United States, accessible only by members of NAR
and participating MLS/CIEs. As of 6/1/11, over 500,000 REALTORS are
represented in RPR through licensing agreements.
RPR provides a detailed view of every parcel of property in the United
States, including: public record and assessment information, details of
prior transactions and sales history, zoning, permits, mortgage and lien
data, neighborhood demographics and schools.
RPR merges MLS/CIE-provided information with this robust catalog of
publicly available data, while also incorporating psychographic and
lifestyle information, all in one place.
Because it is all in one place, RPR has the ability to enhance agent
productivity. Search features yield nationwide property results, as well
as, local market-to-market comparisons. Hot trends, unique maps, and
reliable reports are all readily available, but that is only scratching the
surface. With its advanced reporting tools, RPR can enhance sales and
listing presentations.
An easily interpreted historical chart for each property layers years of
transactions and financing activity, assessed value, loan balances and
default recordings, along with other relevant trends and facts. Smart
analytical tools like these, along with nationwide demographic
comparisons can help agents provide value to their clients and
customers.
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2011
Module 2
The following RPR tools can be used to prepare BPOs: property search,
subject data, adjustments, recent sales and comparative listings,
neighborhood facts, and red flags.
Note: Just because information will be available on properties outside
your market area, it is not intended that you take on BPO assignments
where you do not have first-hand knowledge.
Automated Valuation Models (AVMs)
AVMs are online databases that try to match up similar properties to give
an idea of the range of sales prices that have historically been recorded.
County assessors were some of the first to use such services because of
budgetary and personnel limitations. However, this information is limited
to factual data, such as the size of the house, number of rooms and
bedrooms, age of the house, and distance surrounding the house.
Pros and Cons of AVMs
While AVMs are growing in acceptance because of their inherent
benefits, they are also inflicted with deficiencies. Some of those pros and
cons follow:
Pros:
o AVMs are quick, because the information is accessible via
a computerized database.
o They are less expensive than a BPO or an appraisal.
Typically, the user pays a small fee per use, or a blanket
fee for unlimited use.
o AVMs can aid in collateral valuation decisions related to
portfolios (properties in bulk) spanning many geographic
areas.
Cons:
o Many AVMs do not filter the sales used for factors like
arms length transactions, condition of property, duress,
and sales concessions.
o Garbage in, Garbage Out (GIGO) applies. If the primary
data source is not reliable, the output is not reliable.
Inaccuracies in public record data used to fuel an AVM
may not be recognized.
o Confidence scoring of AVMs lacks consistency.
25
Usefulness of AVMs
As far as usefulness in rendering BPOs and appraisals, AVMs have their
deficiencies. They provide quick and convenient information, but may
miss important value-influencing characteristics. Depending on data
accessibility, they may not be able to distinguish distinct property
characteristics such as the school district in which a property lies, if there
is a nearby river, or if it is in or near a resort. For that reason, a
professionally prepared BPO can prove to be much more valuable than
an online AVM.
AVMs should not be relied upon exclusively in rendering a BPO; however,
they may provide useful information about the subject and comparable
properties within the neighborhood that can be considered as a
component of the analysis.
The REALTORS Valuation Model is an automated valuation model
(AVM) produced using MLS listing content licensed by RPR, along with the
assessment, deed, mortgage, and distressed property information in the
RPR database.
The RVM is the only AVM that uses listing content that is 100% licensed
directly from MLSs around the country by RPR. As such, the RVM
provides a high degree of accuracy and timeliness of the underlying
inventory data, creating as close to a real-time value index as exists in the
market today. The RVM is not an appraisal, but with it, RPR seeks to
establish a new standard for automated valuations through a product
that is owned, powered, and provided by the REALTOR organization.
Note: The granting of the BPOR certification or the issuing of BPO orders
once certified is NOT tied to whether your local MLS is partnered with
RPR. BPOR members will receive BPO orders either way.
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2011
Module 2
Other Resources
Agency/Company Files
In many agencies, one resource to keep in mind is prior files on sameproperty transactions. These can prove helpful in getting perspective on
pricing trends, property features, and positive selling points.
U.S. Government
A geographic information system (GIS) is a computer system capable of
capturing, storing, analyzing, and displaying geographically referenced
information (i.e., data identified according to location). With a GIS, one
can "point" at a location, object, or area on the screen and retrieve
recorded information about it from off-screen files. Using scanned aerial
photographs as a visual guide, the user can ask a GIS about the geology or
hydrology of the area, or even about how close a swamp is to the end of
a street (http://egsc.usgs.gov/isb/pubs/gis_poster/). Agents use GIS to see what
the surrounding properties are, and how close the property is to major
highways, rivers, industry, etc.
GIS allows a reference for what is outside the four corners of the
property, and this is helpful in preparing comparables for determining
value. It also helps reference the propertys location for later use when
photographing the correct property during a drive-by BPO, especially
when address verification is not visible on the property.
Web Sites:
The following Web sites can prove to be valuable resources for gathering
data for a BPO:
http://www.Realtor.com Search for a new home, or find mortgage
rates, real estate agents, and relocation services throughout the

U.S., Canada, and Puerto Rico at this Web site provided by NAR.
http://www.realtor.org/about_nar/realtors_property_resource RPR is
NAR's exclusive online real estate database. It will provide

REALTORS with data on every parcel of property in the United
States, giving brokers and agents valuable tools and features to
make them better informed and to increase their efficiency in the
marketplace.
27
http://www.GoogleEarth.com Google Earth enables the user to fly
anywhere on Earth to view satellite imagery, maps, terrain, and

3D buildings, or to galaxies in outer space. One can explore rich
geographical content, save toured places, and share with others.
www.trulia.com/ This is an all-in-one real estate Web site
displaying timely information on homes for sale, apartments for

rent, neighborhoods, markets, and trends to help the user figure
out exactly what, where, and when to buy.
http://www.zillow.com/ Zillow is a free online real estate site where
you can search for homes for sale, find home prices, see home
values, view recently sold homes, and check mortgage rates.
Exercise
List the tools you use most frequently in preparing BPOs.
Tools:
Valuation Terminology
There are terms used in the valuation process that are universal in their
meaning and used by both appraisers and agents doing BPOs and CMAs.
Many of these will be covered later but a brief overview of the commonly
used terms follows.
Absorption rate
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An estimate of the rate at which a particular

classification of properties for sale or lease can be
successfully marketed in a given area. An
absorption rate must be developed to analyze
supply and demand.
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Module 2
Adjustments
This is the dollar value or percentage amount added

to or subtracted from the sales price of a
comparable property to arrive at an indicated value
for the property being evaluated (subject property).
Contribution
The appraisal principle that states that the worth of

a particular component is measured by the amount
it contributes to the value of the whole property,
regardless of the actual cost of the component. The
value of the component may be measured as the
amount by which its absence would detract from
the entire property value.
The value of a component tends to decrease as the
number of the component increases. For example,
there is more value (in most cases) for a second
bath when there is only one than there will be for a
fifth or sixth bath in a property. This holds true for
fireplaces, possibly garages, extra kitchens, etc.
Cost
The total spent to acquire or build. May or may not

reflect value. Cost is historic and does not vary.
Distressed price
Generally refers to foreclosures and short sales.

Properties selling at discounts from non-distressed
market prices can exert major negative impact on
overall market prices.
Externalities
Property is affected either positively or negatively by

influences outside the property lines.
Forced sale
liquidation
A court-ordered liquidation sale, as in bankruptcy.
Gross living area
Gross living area (GLA) is the total finished, habitable,

above-grade space, measured along the buildings
outside perimeter.
Market value
The most probable price a property

should sell for in a competitive and open
market with each party acting prudently
and knowledgeably and neither being
under any undue duress.
29
Neighborhood
Neighborhood
lifecycle
This refers to a smaller, loosely defined geographical

location within a larger city, town, or suburb. They
often consist of social communities with considerable
face-to-face interaction among their members.
Neighborhoods are important because prices vary
considerably in different neighborhoods.
This is the period during which most of
the properties in a neighborhood
undergo the stages of development,
equilibrium, decline, and revitalization.
Outlier
Outliers are properties that, for reasons that are

usually undetermined, sold for a price that is
extremely high or low based on all other
comparables.
Price
An objective reality representing what a specific

property sold for at a particular point in time, or
what a property is currently being marketed for.
Price paid may not reflect market value.
Progression
Concept that a property will benefit from

surrounding properties that are superior. This is why
the lowest priced home in the area is quickest to
appreciate. The higher-priced homes pull up the
value.
Regression
Concept that a property will suffer from surrounding

properties that are inferior. That is why owners who
over improve their properties, compared to the rest
of the neighborhood, and thus have the most
expensive home in the area, will not be able to
recoup their expenses by selling beyond the top of
the areas price range.
Sales comparison
approach
30
This is one of three approaches to value in appraisal

theory (income and cost being the other two). In
this approach, value is based on a comparative
analysis of recent sales prices of similar properties,
after making adjustments for seller concession,
time, and other differences in the properties.
2011
Module 2
Substitution
This is the premise that a prudent buyer will pay no

more to acquire one particular property, or any
component in a property, than what it would cost
him or her to either buy elsewhere, build new or
put the component in.
Supply and
demand
This is the principle that the value of any good or

service will rise as demand increases and supply
decreases, and it will fall as demand decreases and
supply increases.
Summary of Module 2
Please write down three key points you have learned from this module.
Key Points:
31
32
2011
Module 3
Module 3: BPO Assignment

Describe circumstances in which real estate professionals should

not accept BPO assignments from lenders
Discuss criteria for choosing appropriate comps
Explain considerations when adjusting comps
Describe factors other than comps that help determine market

value
BPO Assignment
As we discussed earlier, there are many reasons why you may be doing a
BPO. You will be given specific directions by the lender or their
representative as to what they expect.
Sample Instructions for BPO
1. If you cannot personally inspect the property, select
comparables and determine a price for the subject, please do
not accept this assignment. Per the BPO Standards and
Guidelines adopted by many industry leaders, the use of
assistants to complete any of the aforementioned tasks is not
permitted.
2. Do not accept if you or your office has completed a report on
this property in the last six months, are currently listing this
property, or have any vested interest in the subject property.
3. This is (check one):
Exterior only BPO - do not approach the occupants or
owners.
Interior BPO - contact information for listing agent and/or
seller is attached.
33
34
2011
Module 3
Exercise on Exterior BPOs

You are asked to do an exterior BPO.
Can you be on the property itself?
What information would be most important to the lender?
How might you gain knowledge of the interior of the property?
How will you handle it if you are approached by the owner?
Notes:
35
Managing Confidential Information

The REALTOR Code of Ethics, Article 1, Standard of Practice 1-9,
addresses the issue of agency
confidentiality:
The obligation of REALTORS to
preserve confidential information (as
defined by state law) provided by
their clients in the course of any
agency relationship or non-agency
relationship recognized by law continues after termination of agency
relationships or any non-agency relationships recognized by law.
REALTORS shall not knowingly, during or following the termination of
professional relationships with their clients:
Reveal confidential information of clients; or
Use confidential information of clients to the disadvantage of

clients; or
Use confidential information of clients for the REALTORs

advantage or the advantage of third parties unless:
o Clients consent after full disclosure; or
o REALTORS are required by court order; or
o It is the intention of a client to commit a crime and the
information is necessary to prevent the crime; or
o It is necessary to defend a REALTOR or the REALTORs
employees or associates against an accusation of wrongful
conduct.
Information concerning latent material defects is not considered

confidential information under this Code of Ethics.
36
2011
Module 3
Exercise
You do a BPO for a bank on a property that is in pre-foreclosure and not
yet listed.
Who is your client?
Can you solicit the listing from the homeowner?
To whom do you owe confidentiality: bank or homeowner?
Is it acceptable to refer this property to another agent and

request a referral fee?
What if you obtain a buyer/client for this property; what can you
disclose?
What does your state law say about such situations?
Typically, how much time do you have to accept the assignment?
What is the typical turnaround time once the assignment is given?
Notes:
37
Lockbox Access
Electronic Lockbox Service
Today, an electronic lockbox service is one of the
most basic association member benefits. Members
subscribe to their associations lockbox service and
receive electronic keyboxes for the properties they
list, and electronic keys to access properties to show.
No longer do practitioners need to pick up house
keys from the listing brokers office to show a
property or call for the manual lockbox access code.
Association members simply use the electronic key
that is unique to them to access any listed property
in the area. The keybox records their time of entry
and keeps a visitor log for the listing agent. Electronic
lockboxes are an immense timesaving convenience
for agents.
Lockbox Etiquette
There are certain actions that are not appropriate with regard to lockbox
use:
Unauthorized access
Access without an appointment
Failing to leave a business card
Making an appointment under the pretense of showing the

property and then taking pictures and doing the BPO

REALTORS shall not provide access to listed property on terms other than
those established by the owner or the listing broker. (Adopted 1/10)
38
2011
Module 3
Choosing Appropriate Comparables

Parameters
The parameters used are what a buyer would use. For example, if a buyer
comes into an agents office and says, Im looking for a three-bedroom
home, with one-and-a-half baths, about 1,800 square feet, between
$XXX,XXX and $XYX,XXX, in the Sunnyside School District, within
commuting distance of my job, which is at XYZ industries., typically the
agent will search the MLS using those parameters and find several homes
in competing neighborhoods.
What Are Market Expectations?
Market expectations are quite simply what a buyer expects to find in a
house of a particular age, type, and price range (i.e., the lower the price,
the lower the expectations). If a property has a glaring lack of something
(e.g., it is located in Florida and does not have central air conditioning),
the market will penalize the property for lacking that feature. The
amount of the penalty would probably be the cost to remedy the
deficiency. In other words, what would it cost to install central air?
Other deficiencies are not typically adjusted on a cost basis. In other
words, a buyer may pay $1,500 less for a house with only one bathroom,
as opposed to two bathrooms. The price of $1,500 is not the cost to
install a bathroom, but instead, represents the buyers opinion of the
value of the second bath.
39
Exercise
In your marketplace, we will use two different price ranges, high-end and
low-end. Define what those ranges would be. In those respective ranges,
what would your buyer expect to see in a house?
Price Range
to
Price Range
to
Choosing the Comps
Use at least three sold comps.
Use at least three on-market comps.
Make every attempt to locate sold comps that are equal to the
subject in location, size, and amenities.
Market expectations should be taken into consideration when

choosing and adjusting the comps.
In all cases, if the above cannot be followed, an explanation of why

comps outside the geographic neighborhood or beyond the
recommended radius were used would be required.
Remember, the client is often ordering more than one BPO on a
property. When those BPOs are reviewed and the same comparables are
not being used, they often request explanation.
40
2011
Module 3
Location
Suburban Markets
City Markets
Try to use comps

from the same
subdivision
For condo use

the same complex
or building
If no subdivision
exists stay in the
same
neighborhood
A mile radius is
recommended
Rural Markets
Comps within 5
miles maximum
radius
If schools are a
driving force use
same school if
possible
Stay within a 1
mile radius if
possible
Sold Comps Date of Sale

Stable Market
Where there is no more than 3% change in prices in last six months, sold
comparables should be no more than six months old.
Changing Market
Where there has been more than 3% appreciation or depreciation in the
last six months, sold comparables should be no more than three months
old.
41
Room-Counting Guidelines
Room-counting guidelines for BPOs will often vary from the guidelines
used by individual MLSs. Any listing sheets submitted with the BPO that
show, for example, that bedrooms in the basement count, would require
explanation.
Include in the room count only those areas above grade that are finished
and can be used year round. They must have utilities (electric, heat,
cooling, as appropriate) as well as floors and ceilings that are similar to or
blend with the rest of the house. Generally speaking, the following are
included in the room count:
Kitchen
Bedroom
Living room
Dining room
Family room
Office
Den
Sun room that

is heated
and/or cooled
The following are not considered rooms and should not be included in
the room count but can be included in the description of the house:
Bathrooms
Loft
Closets
Storage rooms
Foyer
Hallways
Laundry room
Utility room
Three-season
rooms (no
heating/cooling)
42
2011
Module 3
Adjusting the Comps

Adjustments and/or comments must be made for each difference
between the comp and the subject property in the following areas:
Number of
bedrooms
Number of
bathrooms
General condition
Quality of
construction
Terms of
sale/financing
Location/site/view
Style of house
Site amenities
(pool, decks,
patios,
outbuildings)
The adjustments are made by performing a paired sales analysis. The

differences between the comp and the subject property are isolated and
an adjustment is applied based on the market value of the item being
adjusted. There is no definitive list of values that can be applied
universally when doing a property valuation. Experience in the market or
periodic brainstorming with local appraisers will help you determine the
value of an adjustment.
For example, if one had a garage, and sold for $122,000, and one did not
have a garage and sold for $120,000, the value of the garage is $2,000. In
real life, it is not this simple. First, paired sales are great in theory, but in
practice are not easily found. Homes always vary by more than one item.
However, by looking at a market and sales over time, competent agents
can infer the value of an item. Some are easy to identify. For example, it
is easy to identify the value of a lake front lot versus one that does not
have lake frontage.
43
Making the Adjustments

The comparable adjusts to the subject. Adjustments relate to sale prices.
In other words, you adjust what is known, and what is known is what a
(comparable) property sold for, in order to estimate what is unknown
(the subjects value).
In the previous example, the adjustment factor is $2,000. This factor is
either added or subtracted to the comparable sale price to equate to the
subject. So if the subject property was the one with the garage, the
adjustment would be plus $2000 to the sales price of the comp. If the
comp had the garage and the subject property didn't there would be a
$2,000 deduction from the price of the comp. There are two easy
acronyms to remember this adjustment principle:
o SBA Subject better Add
o CBS Comp better Subtract
Many of the BPO forms you will be using ask you to rate the comp to the
subject by indicating whether the comp is:
S - Superior
I - Inferior
E - Equal
Comp is Superior
Subtraction
from the
known sales
price of the
comp
Comp is Inferior
Comp is Equal
Addition to the
known sales
price of the
comp
No adjustment
to the known
sales price of
the comp
Note: Adjustments should be made at the same amount. For example, if

an adjustment for an extra bathroom on one comp is $2000, all comps
within the same number of bathroom differential should be adjusted the
same amount.
44
2011
Module 3
How Adjustments are Determined

Bedrooms
Many municipalities have requirements for
minimum bedroom size. In general, bedrooms
should be at least 90 square feet in size, with a
closet, a window that provides an emergency
exit, natural light and ventilation.
If the marketplace counts tandem bedrooms
(must walk through another room to get to the
bedroom) a comment to that effect should be
made. In most cases, a bedroom with no hall
access cannot be counted as a bedroom. Be
careful to only comp like-style bedrooms here. A
bedroom with its own hall access would have
more value than a tandem room.
Adjusting Bedrooms and Bathrooms
Be careful of not double

dipping when making
adjustments.
If you adjust for the additional
500 square feet in your subject,
do not adjust again for the extra
bedroom and bath that square
footage represents.
Bathrooms
A full bathroom includes at least three out of these four:

o Toilet
o Sink
o Bathtub
o Shower
A half-bath consists of sink and toilet.
Some market places use the 3/4 bath category - toilet, sink and
tub or shower but not both. For BPO purposes this would be a full
bath.
45
Size
Gross Living Area is defined by Fannie Mae as finished above-grade areas
measured from the exterior building dimensions. Garages and basements
(including those that are partially above-grade) should not be included.
For example, a walk-out
basement with finished rooms
Adjusting For Gross Living Area
would not be included in the
above-grade room count or
Although the GLA should be as close to the
GLA.
subject property as possible, if the GLA is not
Rooms that are not included
in the above-grade room
count and GLA may add
substantially to the value of a
property. Comment on the
basement or below-grade
areas separately.
Comparisons should be made
only by comparing abovegrade areas to above-grade
areas and below-grade areas
to below-grade areas.
Ceiling Height Requirements
the same, adjustments and/or comments

need to be made unless the variance is
insignificant.
Generally speaking, if the difference

in GLA is 20% or less, no comments
need to be made.
Calculating per square footage

price is tricky. Technically you
should subtract the land value
from the total price to determine
the actual cost per square foot.
Since we dont usually separate
land value from house, when you
divide the sales price by the
square footage you have an
inexact calculation but a usable
figure.
To be included in finished
square footage calculations,
finished areas must have a
ceiling height of at least 7
feet, except under beams,
ducts, and other obstructions where the height may be 6 feet 4 inches, or
under stairs where there is no specified height requirement, or where the
ceiling is sloped.
If a rooms ceiling is sloped, at least one-half of the finished square
footage in that room must have a vertical ceiling height of at least 7 feet;
no portion of the finished area that has a height of less than 5 feet may
be included in finished square footage. There must also be permanent
access to the room. These requirements would help determine if a thirdfloor attic type space could be counted in the GLA, and whether those
rooms could be counted in the room count. An attic area with pull-down
stairs would not be counted.
46
2011
Module 3
Age
All attempts should be made to find comps in the same neighborhood as
the subject property; that would mean no adjustment for age. If either
the subject or the comp is new construction, an appropriate adjustment
would need to be made. If required, the following guidelines can be
used:
Adjusting for Age
Subject is:
0 15
16 30
31 50
51 75
76+
Adjust only if comp is:

+/- 5 years
+/- 8/10 years
+/- 15 years
+/- 20 years
+/- 25 years
Lot size
Again, because of neighborhood characteristics, lot size will probably be
similar enough that no adjustment will be needed. If required, the
following guidelines can be used:
Adjusting for Lot Size

Subject is:
Less than one acre

1 3 acres
3.1 6 acres
6.1 12 acres
Over 12 acres
Adjust only if comp is:

+/- 25%
+/- .5 acre
+/- 1 acre
+/- 2 acres
+/- 20%
47
Condition
Although determining whether a property is in good, fair, excellent, or
poor condition is subjective, a base-line analysis of each category will
help you make this determination. In almost all cases, the BPO will
require you to mark whether the property is in Excellent, Good, Average,
Fair, or Poor condition, and will want analysis of the neighborhood based
on the same benchmarks. The requirement for the neighborhood is that
the homes in it are predominantly the same standard as for the house
itself.
Excellent
Good
Well maintained
Well maintained
Quality building
materials
No evidence of
disrepair
Upgraded as needed
Some upgrades
Appliances are up to
date, high quality,
modern, many
upgrades
Appliances up to date
and good (not high)
quality
Fair
Average
Maintained with some
wear and tear typical
for age and
neighborhood
Appliances up to date,
appropriate for
property and
functioning
Poor
Evidence of lack of maintenance
Uninhabitable, or close to it
Repairs needed to bring it up to

average condition
Major repairs needed
Appliances out of date, but still

functional
Exterior repairs needed
Landscaping not maintained

Possibly not financeable
Appliances out of date and in
disrepair (possibly not functioning)
48
2011
Module 3
Other Factors in Determining Market Value

Competition
No matter what type of BPO is requested, issues of supply and demand
must be factored in. Most lenders want to know what the competition
looks like. The current listings tell us this, not only in terms of how much
competition is out there (how many other homes are for sale), but also
the value (at what price are those homes listed).
Supply and Demand
Looking at both listings and sales is performing a supply-and-demand
analysis. This cannot be done without completing an absorption rate. The
absorption rate will absolutely drive the price. For example, if the current
inventory represents a 24-month supply in this price range, and the
lender wants a quick sale, which he defines as within 60 days, the price
will need to be heavily discounted below the competitive asking prices in
order to sell the property. Agents should pay attention to incentives
offered, both to buyers and to agents (e.g., bonus commissions).
Absorption Rate
Absorption rate in any local real estate market is usually considered the
best indicator of whether that market is a sellers market, a buyers
market, or a neutral market. The market is what it is.
Sellers market conditions - Absorption rate is 1-4 months
Normal market conditions - Absorption rate is 5 to 6 months
Buyers market conditions - Absorption rate is 7+ months
One of the first determinations is how many months back should you
evaluate to find your base. It is recommended to use three months for
the average and then use just the previous month to see the trend. When
doing a BPO for a bank on a short sale, you may be asked for a onemonth base, a three-month base and then a six-month base for
comparison.
49
Market Conditions
Distressed Properties Impact
If the majority of the comps are short sales or REOs, they set the
market. Your comments need to indicate that the market is
dominated by distressed property sales.
If the BPO asks for a distressed price, distressed comps should be

used when available, rather than arm's length transactions to
price the subject.
If a fair market price is requested and the subject is located in a

distressed market, distressed comps can be used. Your comments
should indicate such.
Normal Market
If the majority of the comps are arms length transactions where

neither party is acting under duress, distressed property comps
should only be used if no other comps are available.
Adjustments should be made if the comp is not an arms length

transaction.
Lack of Comparables
If matching comps are not available, choose those that require the least
adjusting and have the least impact on price. Which factors have the least
impact on price is market driven and should be considered carefully. They
include:
Age
Condition
Lot size
Seller concessions
Room count
Date of sale
Amenities
Location
GLA
50
2011
Module 3
Functional Obsolescence and Externalities

Anything in and around the property, the surrounding neighborhood,
and/or the vicinity of the property that will influence the price of the
property, positively or negatively, must be documented with photos and
comments. Common examples include, but are not limited to:
Functional obsolescence
o Insufficient bath count relevant to bedroom count
o Poorly located bedrooms
o Non-conforming features
o Upgrades
o Damage/deferred maintenance
o Renovations/construction
External influences
o Airport flight path
o Rail road tracks
o Electrical towers
o Water towers
o Expressways or major roads
o Located in proximity to commercial facilities
51
Red Flags
If the subject property raises a red flag it should be noted in the BPO.
Typically, red flag properties have a longer marketing time frame or sell
at a lower than anticipated sales price. The following factors ought to stir
your attention:
Unique or non-traditional styles in areas with traditional styles
Steep driveways, either below grade or above grade designs
Homes with no basement in an area where most have basements
Three-bedroom design in a four-bedroom neighborhood
Over-improved homes for the immediate area
Homes with remote locations; homes with private streets having

no formal road maintenance agreement
Specific interior dcor with strong colors
Properties used for purposes other than their intended use (single
family converted to rooming house)
Your Comments
Comments are critical. Remember that you are trying to explain a
property and its surroundings to a person or persons who have no
idea of the market place the property is in.
52
Many marketplaces have their own terminology. Try to use

generally understood terms, since the use of local terms can be
confusing and may need a lot of explanation.
Keep the comments short and relevant. The reviewer needs to

know what is happening, not only in the subject market area
(neighborhood or area from which comps are pulled), but also
what is happening in the county, the municipality and possibly the
zip code the property is in.
2011
Module 3
Sample Comments: Why the Comparable Listing is

Superior/Equal/Inferior to the Subject
Listing #1: Equal: Property is same as subject property in style, size, sq ft,
and amenities.
Listing #2: Superior: This property has more sq ft than subject property.
Subject is in good visible exterior condition. Located on a residential
neighborhood street with single-family homes that are in average to
good condition. Neighborhood has a high volume of active homes,
especially REO and short sales. Located close to public transportation,
shopping and other amenities.
Sale #1: Inferior - Inferior in sq ft and only 1 full bathroom. Comp has a 1car garage and central air (C/A.) In order to stay within a 20% GLA of the
subject, a comp that has closed in the last 6 months, closest in style, age
and an REO property, I had to exceed distance guidelines.
Sale #2: Equal - Most comparable in sq ft, style and distance that has
closed in the last 6 months and is an REO property. Smaller room count,
no basement, comp has C/A.
Listing #1: Inferior - Inferior in sq ft, partial basement, only 1 full
bathroom and smaller room count, comp has C/A and 1 garage, updated
exterior. In order to stay within a 20% GLA of the subject, closest in style,
age and a short sale property I had to exceed distance guidelines.
Listing #2: Equal - Most comparable in sq ft, style, distance and a short
sale property, no carport, no basement, updated exterior.
Listing #3: Superior - Superior, larger in sq ft, no basement, 2-car garage,
updated exterior, short sale property.
Miscellaneous Comments
Property does not appear to need any major repairs. Some cosmetic
repairs may be needed. To get home sold in the shortest amount of time
this property will need to be marketed AS-IS.
Home will be marketed AS-IS. Pricing will be adjusted every 7-15 days
until an offer is received from a qualified buyer. The adjustment in price
should be between 7-10%, depending on the change in market
conditions. Home will be marketed through the MLS and several internet
sites.
53
Photo Specifications
Agents must not only become well-versed in digital camera features and
use, but they must also be open to, and accommodate as much as
possible, client requests and specs.
The following are standard requirements on most BPOs, but keep in mind
that the specific requirements of the bank or entity ordering the BPO will
supersede.
Photos
Take multiple shots to ensure you have what you need.
Before leaving the property ensure the photos are clear and
usable.
All photos must be labeled and dated.
Ensure the date is accurate.
No people, pets (live or in photos or portraits in the home) should

be in any photos.
Avoid photos that may indicate race, creed, religion, or national

origin.
Any photos containing inappropriate/graphic content should be

excluded or edited prior to submission.
Exterior Photos
54
At least one front view of the property
At least one rear view of the property
Street view from front of property - both directions and across the
street
Close-up of the street sign so name of street is legible
Close-up of address either on the house or mailbox - again - must

be legible
Anything around the property that will influence the price and/or
sale-ability of the property; be sure to photograph anything noted
in your report
2011
Module 3
Interior Photos
Submit photos of ALL main rooms. The floor and at least two walls
must be visible.
Submit multiple photos of the rooms if necessary to depict the

appropriate condition.
Comparable Photos
Front view photo of sold comps
Front view photo of active listing comps
Useful Camera Features

Certain camera features facilitate assembling very professional valuation
reports, such as the following:
For clearly capturing house numbers and homes located far off of the
road, cameras with higher optical zoom capabilities provide better closeup photos.
Cameras with the easy flash turn-on and turn-off can compensate for
different lighting situations.
Wide-angle capability is critical for photographing larger rooms and
homes.
Photo Etiquette
Remember that taking interior pictures of a house without permission is
a violation. That permission must come from the homeowner or the
listing agent.
Summary of Module 3
Please write down the three key points you have learned from this
module.
Key Points:
55
56
2011
Module 4
Module 4: Putting It All Together

Describe the components typically found in BPOs
Select appropriate comps
Adjust comps in determining the market value of a property
BPO Elements
Typically, a BPO will consist of the following elements (but every request
is different:
Market area information
Assessed value
Previous listing info
Previous sale and date
Value & market

recommendations
Year built
Listing comparables
Lot size
Sales comparables
GLA
Broker comments
Taxes
Photos
Land value
Pin number
Bedrooms and baths
Garage
Market Area Information

Market
Values
Competition
Selling Time
Urban
Stable
Shortage
Under 90 days
Suburban
Appreciating
Balanced
90-180 days
Rural
Declining
Oversupplied
Over 180 days
Previous Listing Information

Was the property previously listed?
First Listed Date
Original List Price
Last List Price
57
Exercise: Complete a BPO

Our concluding exercise will be to complete a sample BPO on the subject
property outlined below.
Selecting Comps
1. In your work groups, look at the eight comparable properties
(provided below) and decide which of them you will use. When
choosing, you will want to use the criteria outlined in Module 3.
2. Be sure to note on the comps you are not using why you did not
choose them. Remember, this goes in your file for future
reference, if needed.
3. Using the BPO Worksheet, choose the most appropriate comps.
We will use just three of them on the actual BPO. However, there
is room for four in this preliminary selection process to help you
determine the appropriate ones to use. Choose three or four, as
you feel appropriate at this point.
4. The instructor will re-convene the class to determine which three
comps are most appropriate before you proceed.
Adjusting the Comps
1. After you have chosen the three comps, adjust them to determine
the market value of the subject. Adjust the comps as outlined in
Module 3 using the BPO Analysis form and the Sample Evaluation
Figures on the pages below. Rounding off when doing the
adjustments is preferable to trying to determine exact-to-thedollar prices.
Completing the BPO Form
Fill out the BPO form. Use the following assumptions since we do not
have actual field knowledge of the properties.
Property condition is good with no immediate repairs needed.
The neighborhood is declining (have started to see some REOs

and short sales in the area).
Predominant occupancy is owner and marketing time is over six

months.
Complete the value estimate section including comments describing your

marketing strategy and conclusions.
58
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Module 4
Subject Property:
12202 23rd Place
Remember - presume this property is

in your marketplace.
Property Details
Beds
House Size
3 beds
2200 sq ft
Baths
2.5 baths
Lot Size
0.21 Acres
Year Built
2006
Grade School Harrison
Style
Ranch
Garage
3
Subdivision: RIVER PLANTATION PH I
Approximately 0.2 acre(s)
Type: Single Family Home
Master Bedroom is 18 X 18
Living room is 16 X 21
Kitchen is 13 X 20
Parking features: Door Opener
Inclusions: Dishwasher, Disposal, Microwave, Oven
Property
Community features: Community Pool, Playground, Tennis Courts
Features
Community tennis court(s)
Approximate lot is 65.0 X 140.0
Utilities present: BB/HS Internet Available, Cable Available, County Water, Electric, Fire
Hydrant, Public Sewer, Sprinkler Well
Parcel Access: Street Dead-End, Street Paved
Cooling features: Cooling
Community swimming pool(s)
Fireplace
Yes
Features
Exterior
Block, Stucco, Slab
Construction
Roofing
Shingle
Attic, Blinds/Shades, Smoke Alarm(S), Solid Surface Counters, Solid Wood Cabinets, Living/Dining
Interior
Room Combo, Walk In Closet, Washer/Dryer Hookup, Open Plan, Dual Sinks, Tub with Separate
Features
Shower Stall, Inside Utility, Closet Pantry, Island, Carpet, Ceramic Tile, Security System Leased
Exterior
Irrigation System, Oak Trees, Patio/Porch Open, Satellite Dish, Sliding Doors, In County, Sidewalk
Features
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Use this comp?
yes
no
Why?
Comp #1: 456 2nd Court
Sold $194,700
Beds
House Size
Sold Info:
Grade School
Property
Features
Date Sold: 1 month ago
3 beds
2300 sq ft
FHA Financing; seller concessions
Harrison
DOM: 112
Baths
Lot Size
Year Built
Style
Garage
2 baths
0.17 Acres
2005
2
County: Manatee County

Subdivision: RIVER PLANTATION PH I
Master Bedroom is 14 x 17
Living room is 16 x 22
Dining room is 11 x 13
Kitchen is 12 x 21
Pool features: Gunite/Concrete, Heated Pool, In Ground, Screen Enclosure
Parking features: Door Opener, Drive Space, No Street Parking
Inclusions: Convection Oven, Dishwasher, Disposal, Hot Water Electric, Oven, Range,
Refrigerator
Community features: Association Recreation, Community Pool, Fees Required, Park,
Playground, PUD, Recreation Building, Tennis Courts
Community tennis court(s)
View: Park View
Approximate lot is 58.0X130.0
Fireplace
Features
Exterior
Block, Stucco, Slab
Construction
Roofing
Shingle
Attic, Blinds/Shades, Cathedral/Vaulted Ceiling, Rods, Smoke Alarm(S), Solid Surface Counters,
Interior
Solid Wood Cabinets, Tray Ceiling, Unfurnished, Walk In Closet, Washer/Dryer Hookup, Eating
Features
Space In Kitchen, Great Room, Kitchen/Family Room Combo, Open Plan, Dual Sinks, Shower No
Tub, Breakfast Bar, Closet Pantry, Pantry, Carpet, Ceramic Tile
Exterior
Gutters / Downspouts, Irrigation System, Mature Landscaping, Patio/Porch Covered, Patio/Porch
Features
Screened, Sliding Doors, In County
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Use this comp?
yes
no
Why?
Comp #4: 654 30th Street
Sold: $189,000
Beds
House Size
Sold Info:
Grade School
Date sold: 5 months ago
3 beds
2309 sq ft
Short Sale
Harrison
Baths
Lot Size
Year Built
Garage
Property
Features
DOM: 160
2.5 baths
0.23 Acres
2003
3

Subdivision: KINGSFIELD LAKES PH 1
Family room is 15 x 17
Kitchen is 15 x 14
Inclusions: Dishwasher, Disposal, Dryer, Microwave, Oven, Refrigerator, Washer
Community features: Community Pool
Utilities present: Cable Available, County Water, Electric, Public Sewer, Sprinkler
Parcel Access: Street Paved
Energy Info: Ceiling Fan(S)
Fireplace
Features
Heating Features
Exterior
Block
Construction
Roofing
Shingle
Attic, Blinds/Shades, In Wall Pest System, Smoke Alarm(S), Walk In Closet, Garden Bath,
Interior Features
Breakfast Bar, Closet Pantry, Carpet, Ceramic Tile, Security System Owned
Exterior Features Fenced, Gutters / Downspouts, Irrigation System, Patio/Porch Screened, Sliding Doors, Sidewalk,
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Use this comp?
yes
no
Why?
Comp #7: 907 124th Street
Sold: $186,700
Date Sold: 2 months ago
Beds
House Size
Sold Info
Grade School
4 beds
2350 sq ft
None
Harrison
Property
Features
Baths
Lot Size
Year Built
Style
Garage
DOM: 66
2 baths
0.27 Acres
2009
Florida
2

Subdivision: CREEKSIDE PRESERVPH II
Dining room is 09 x 10
Kitchen is 12 x 14
Inclusions: Dishwasher, Disposal, Hot Water Electric, Microwave, Range
Community features: Pool, Gated Community, Playground
Lot features: Oversized Lot
Utilities present: Cable Available, County Water, Electric
Parcel Access: Street Paved
Cooling features: Cooling, Zoned/Multiple
Fireplace
Features
Exterior
Stone, Stucco, Slab
Construction
Roofing
Shingle
In Wall Pest System, Smoke Alarm(S), Stone Counters, Unfurnished, Walk In Closet, Breakfast
Interior
Room Separate, Living/Dining Room Combo, Dual Sinks, Garden Bath, Tub with Separate Shower
Features
Stall, Foyer, Inside Utility, Closet Pantry, Carpet, Ceramic Tile, Security System Owned
Exterior
Patio/Porch Covered, Trees/Landscaped, In County, Sidewalk
Features
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Use this comp?
yes
no
Why?
Comp #8: 159 Sand Dollar Drive
Sold: $195,500
Beds
House Size
Sold Info:
Grade School
Property Features
Date Sold: 3 months ago
4 beds
2400 sq ft
REO
Lincoln
Fireplace Features
Heating Features
Exterior
Construction
Roofing
Baths
Lot Size
Year Built
Style
Garage
DOM: 106
3 baths
0.19 Acres
2010
3
Subdivision: COPPERSTONE PH I
Family room is 16 x 17
Kitchen is 10 x 16
Inclusions: Dishwasher, Disposal, Hot Water Electric, Microwave, Range
Community features: Community Pool, Fitness, Gated Community, Park, Playground,
Recreation Building
Approximate lot is 62.0X120.0
Utilities present: Underground
Cooling features: Cooling
Yes
Fuel - Electric
Block, Slab
Shingle
Smoke Alarm(S), Solid Surface Counters, Dual Sinks, Garden Bath, Tub with Separate Shower
Interior Features
Stall, Carpet, Ceramic Tile
Exterior Features Patio/Porch Covered, In County
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Sample Print Out of Current Inventory/Competition

SS = Short Sale
Est. = Estate
Style
RELO= Relocation
REO = Real Estate Owned
Sq.ft.
Rm Ct.
FPL
Gar/cpt
Comments
SS
Price
Ranch 1920
6/3/1.5
No
2 car gar
Ranch 1850
6/3/2
Yes
2 car
Ranch 2211
6/3/2
Yes
2 car
RELO
$171,900
Split
6/3/1.5
No
1 car
REO
$171,900
Ranch 1930
6/3/2
Yes
2 car
Ranch 2200
6/3/2
No
1 carport
SS
$175,000
2-Story 2100
7/3/1
Yes
2 car
SS
$179,900
Ranch 2050
6/3/2.5
Yes
2 car
$179,900
Ranch 2400
6/3/1
No
None
$180,000
10
Ranch 1900
6/3/1.5
Yes
1 car
$180,900
11
Ranch 1650
6/3/2.5
Yes
2 car
Estate
$181,900
12
Ranch 1955
6/3/2
Yes
1 car
REO
$181,900
13
2-Story 1950
6/4/2
Yes
2 car
SS
$181,900
14
Ranch 2050
6/3/1.5
Yes
1 car
15
Ranch
2200
6/3/2
Yes
2 car
SS
$182,900
16
Ranch
1880
6/3/1.5
No
1 car
Estate
$185,900
17
Split
1950
6/3/1.5
No
1 car
REO
$185,700
18
Ranch 2100
6/3/2
No
2 car
REO
$185,700
19
Ranch
2090
6/3/1.5
Yes
1 car
SS
$189,900
20
Split
1890
6/3/2
Yes
2 Car
Estate
$193,900
21
Ranch 1900
6/3/1.5
No
1 car
REO
$193,900
22
Ranch 1850
6/3/2
Yes
2 car
SS
$195,900
23
2-Story 2100
6/3/2
No
2 car
SS
$196,900
24
Ranch 2050
6/3/1.5
Yes
2 car
$199,900
25
Ranch 2300
6/3/2.5
Yes
3 car
$199,900
26
Split
1900
5/3/2
Yes
1 car
$199,000
27
Ranch 2350
6/3/1
No
1 car
Estate
$199,900
28
Ranch 1860
6/3/2
Yes
2 car
REO
$199,800
29
2-Story 1780
6/3/2
Yes
2 car
SS
$200,900
30
Ranch 1900
6/3/1.5
No
2 car
SS
$200,900
31
Split
1875
6/3/2
No
None
SS
$201,900
32
Split
2100
6/3/2
Yes
2 car
REO
$203,500
1980
$169,900
$170,000
$175,900
$182,900
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Split
2000
6/3/2
Yes
2 car
$204,900
34
Split
2650
6/3/2
Yes
2 car
$205,500
35
Ranch 2890
6/3/2
No
2 car
$219,900
36
Ranch 2950
6/3/2
Yes
2 car
SS
$222,900
37
Ranch 2800
7/4/2
No
2 car
REO
$233,900
38
Ranch 2960
7/4/2
Yes
3 car
SS
$249,900
39
Ranch 2700
7/3/2
Yes
2 car
40
2-Story 2900
7/4/2
Yes
3 car
$255,900
REO
$265,900
Summary:
40 properties currently on the market that could be competition for this listing
MLS statistics show the following:
Going back 6 months:
on average 3 homes per month have sold
Going back 3 months:
on average 2.5 homes per month have sold
Last month:
2 homes from this category sold
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Evaluation Figures
These figures are for classroom purposes only. They may or may not reflect the actual values in
your marketplace. DO NOT automatically use them on your real BPOs and CMAs without
verifying their accuracy for your marketplace.
Air Conditioning
Central v none $2,000 - $6,000
Functional window unit $250
Whole house ceiling fan .. $1,000 - $2,500
Appliances
Oven/range and dishwasher are expected to remain in the home.
Make adjustment for appliances in very bad condition or if there
are upscale (Viking, Sub-Zero) appliances in one but not the other $0 - $500 each
Age
No adjustment may be needed for less than 5 years . .25% - .5%/year
Basement
Partial versus none $ 8,000 - $15,000
Full versus none . $15,000 - $20,000
Walk out - add to above .... $ 5,000 - $10,000
Basement (finished)
Below average finishing .. $0 - $3,000
Average finishing .. $5,000 - $10,000
Superior finishing .. ..$10,000 - $20,000
Bathrooms
For each bath difference ... $1,500 - $3,000
For each full bath difference $2,500 - $5,000
Bedrooms (only if functional and not in basement)
3 v 2 .. $6,000 - $8,000
4 v 3 .. $5,000 - $7,000
5 v 4 .. $4,000 - $6,000
Brick (All brick not face brick) .. $4,000 - $10,000
Busy Street (deduction)
Backing to a busy street .. $2,000 - $5,000
Fronting a busy street .. $5,000 - ???
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Deck
14 x 14 . $2,000 - $4,000
Multilevel and very large . $8,000 - $12,000
Dining Room
L or combination versus none .. $2,500 - $5,000
Separate versus L .. $1,000 - $4,000
Separate versus none . $4,000 - $8,000
Family Room (first floor) . $8,000 - $25,000
On main living level versus in the basement . $2,000 - $8,000
Fireplace . $4,000 - $6,000
Fence . $2,000 - $4,000
Garage
Per stall ... $5,000 - $10,000
Laundry Room (1st or 2nd Floor not in basement)
$2,000 - $8,000
Lot Size
If lot is significantly larger in same neighborhood (20% or more) .. Up to $10,000
Depth over 150 does not add value
Corner lot may be a deduction of up to $10,000 if no back yard
Patio
10 x 20 concrete . $1,000
Very large free form aggregate stone . $2,000 - $5,000
Pool
In-ground possibly .
Above-ground no value may have negative value
$6,000 - $10,000
Porch
Screened v patio or deck .... $2,000 - $5,000
Screened w/permanent roof and footings . $5,000 - $10,000
Permanent with windows .. $10,000 - $20,000
Square Footage
You will need to calculate the per square foot price. Use a reasonable, rounded number. This is
not 100% accurate but since we dont know land value it will suffice for the exercise.
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Conclusion
Thank you for your active participation in this course. In summary, we have discussed the
following topics:
Multiple uses for BPOs and CMAs
Key valuation terms
Pricing concepts and types
Code of Ethics
Evaluation of significant valuation tools
Applicable comps
Adjustments
Relevant characteristics and external influences
Key Learning Points

Write down one or two ideas, insights, or suggestions you will take from
this course.
Questions & Answers

Take this time to raise questions about the material discussed during the course.
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Appendices
Real Estate Standards Organization (RESO)
Real estate data sharing on multiple listing services is about to get easier, with the RESO
approval of real estate property standard names. The standard names were introduced by the
MLS Cooperative Venture (COVE) in March during RESOs General Assembly conference.
RESO oversees the NAR-supported Real Estate Transaction Standard (RETS), which defined an
approach for exchanging listings with multiple listing services.
RETS 1.8
The upcoming release of version 1.8 of RETS will include the approved standard names, which
will benefit agents and the clients they serve, MLS operators, and the vendors who supply MLS
technology. Standard names simplify the installation and operation of data feeds, a crucial part
of conducting business for both brokers and agents. MLS technology vendors will also now be
able to use a common vocabulary with the addition of standard names.
RETS defines an approach for exchanging listings and provides a common language spoken by
systems such as MLSs. RESO is an open-standards community of real estate practitioners and
technology vendors who volunteer their time and expertise to enhance the real estate
transaction process with data standards (New MLS Standards Will Help Realtors Better, by
Leanne Jernigan retrieved at:
http://www.realtor.org/press_room_secured/news_releases/2010/05/mls_standards).
101
Broker Price Opinion Guidance Document

The Real Estate Board is issuing this guidance document in order to assist its licensees in
understanding the requirement of 54.1-2010.A.1 of the Code of Virginia as a means of
providing information or guidance of general applicability to the public:
To ensure that the Real Estate Boards broker and salesperson licensees comply with 54.12010.A.1 of the Code of Virginia, the Board prohibits any licensee who provides a valuation or
analysis of real estate (such as a Broker Price Opinion) for a fee in the ordinary course of
business from holding himself out as a real estate appraiser. Such valuation or analysis shall not
be referred to as an appraisal, and it shall not be used in lieu of an appraisal performed by a
certified or licensed appraiser when an appraisal is required by federal or state law or
regulation.
Further, in accordance with 18 VAC 135-20-300.8 of the Boards Regulations, any licensee who
knowingly makes any false statement or report, or willfully misstates the value of any land,
property or security for the purpose of influencing in any way the action of a lender may be in
violation of the Boards regulation prohibiting misrepresentation or omission.
Further, 18 VAC 135-20-160 of the Boards Regulations, every principal broker or supervising
broker or a place of business or branch office shall exercise reasonable and adequate
supervision of the provision of real estate brokerage services (to include the valuation or
analysis of real estate, e.g., Broker Price Opinions) by associate brokers and salespersons
assigned to the place of business or branch office.
Further, in accordance with 18 VAC 135-20-280.2 of the Boards Regulations, it is improper to
accept a commission or other valuable consideration (including fees for Broker Price Opinions),
as a real estate salesperson or associate broker, from any person except the licensees principal
broker at the time of the transaction, for performance of any of the acts specified in Chapter 21
(54.1-2010 et seq.) of the Code of Virginia or the regulations of the board or relate to any real
estate transaction without the consent of the broker.
Further, in accordance with 18 VAC 135-20-330 of the Boards Regulations, principal and
supervising brokers may be held responsible for failing to take reasonable action to remedy
situations that lead to unlawful acts or regulatory violations by licensees and employees with
their supervision.
102
BPO Companies
These are not the only BPO companies in the market. This list was accurate at the time of
printing the manual. We have no guarantee it remains so. Additional information may be found
at: www.BPO-Companies.com or www.BPOaccess.com.
24 Asset Management
www.24amn.com
Americas Infomart
www.aimyourway.com
Asset Valuation & Marketing
www.assetval.com
Atlas
www.atlasreo.com
Brighton Real Estate Services
www.brightonreo.com
Clear Capital
www.clearcapital.com
CoreLogic
www.farvv.com
Corporate Asset Management
www.camreo.com
eMortgage Logic
www.emortgagelogic.com
Equity Pointe
www.equator.com
Fiserv Lending Solutions
www.fiservlendingsolutions.com
First American Residential Value Review
www.sourceoneservices.com
First Preston Management
www.FirstPreston.com
Goodman Dean
www.goodmandean.com
Lender Processing Services, LSI Division
www.lsi-lps.com
National Default Services
www.tngroups.com
Nationwide REO Brokers, Inc.
www.nreob.com
Nationwide BPOs
www.NationwideBPOs.com
Main Street Valuations
www.mainstreetval.com
Mark to Market
www.marktomarket.com
PCV Murcor
www.pcvmurcor.com
PMH
www.pmhfinancial.com
103

Pro Teck
www.protk.com
Single Source Property Solutions
www.singlesourceproperty.com
104
Glossary
Glossary
References
These glossary terms have been gleaned from
the sources below. Many terms are
accompanied by their source in parentheses
(e.g., [see NAR]), if known.
Uniform Standards of Professional Appraisal
Practice, 2010-2011 (USPAP)
Fundamentals of Real Estate Appraisal. William
Ventolo, Jr. and Martha Williams. 2005.
Dearborn Real Estate Education, Chicago.
(Ventolo and Williams)
Questions & Answers to Help You Pass the
Real Estate Appraisal Exams. Jeffrey Fisher and
Dennis Tosh. 2008. Dearborn Financial
Publishing, Chicago. (Fisher and Tosh)
Basic Real Estate Appraisal: Principles &
Procedures. Richard Betts and Silas Ely. 2008.
Thomson Publishers, Mason, OH. (Betts and Ely)
often requested in a feasibility study or an

appraisal in connection with a request for
financing. An absorption rate must be
developed to analyze supply and demand.
Accredited Buyers Representative (ABR)
This designation is awarded to REALTORS who

meet the specified educational and practical
experience criteria, set up by the Real Estate
Buyer's Agent Council (REBAC) of the National
Association of REALTORS.www.rebac.net
Adjustments
The dollar value or percentage amounts added

to or subtracted from the sales price of a
comparable property to arrive at an indicated
value for the property being appraised (subject
property). Real estate elements of comparison
typically are adjusted in the following order:
property rights, financing terms, conditions of
sale, market conditions, location, and physical
characteristics.
Melanie J. McLane, ABR, CDEI, CRB, CRS, ePRO,

GREEN, GRI, RAA, RSPS, SRES, SRS. Inducted into
the REBAC Hall of Fame as a Trainer in 2008.
Certified AQB USPAP Instructor. (See Melanie
McLane)
After-repair value (ARV)

When looking at the viability of a project,
an investor must be able to estimate the
value of a property after all repairs are
completed.
Agency
Absorption analysis
A study of the number of units of residential or

nonresidential property that can be sold or
leased over a given period of time in a defined
location.
Absorption rate
An estimate of the rate at which a particular

classification of properties for sale or lease can
be successfully marketed in a given area; it is
Refers to the relationship between a principal

and an agent whereby the principal, expressly
or by implication, authorizes the agent to work
under the principals control and on the
principals behalf
(http://en.wikipedia.org/wiki/Agency_ (law)).
Agency, Dual
Dual agency occurs when the same brokerage

represents both the seller and the buyer.
Individual state laws vary and interpret dual
agency rather differently.
105
Agent
The licensed real estate salesperson or broker

who represents buyers or sellers.
Anticipation
The principle that the current value of a

property is affected by the expectation of
future value.
Appraisal
The estimation of a home's value based on sales

of comparable properties in the neighborhood
is one method of doing an appraisal. Appraisals
are conducted by a licensed appraiser and are
used in the loan process to ensure that the
value of the home is equal to or greater than
the purchase price.
Appraiser
A person who possesses the education, training,

and experience necessary to accurately render
an opinion as to the value of real estate.
Arms-length transaction
A transaction in which both buyer and seller act
willingly and under no pressure, with
knowledge of the present conditions and future
potential of the property, and in which the
property has been offered on the open market
for a reasonable length of time and there are no
unusual circumstances. (See Ventolo and
Williams)
As-is price
The price of a house in its current condition.
As-is value
An estimate or opinion of property in its current

state, which may be in disrepair or scheduled
for improvement
(http://www.allbusiness.com/glossaries/as-isvalue/4962296-1.html).
106
As-repaired price
The price of the property if put into marketable

condition; repairs needed to make it acceptable
in the marketplace.
Assignment
An agreement between an appraiser and a

client to provide a valuation service; or, the
valuation service that is provided as a
consequence of such an agreement.
Assumption
That which is taken to be true.
Automated valuation model (AVM)
Automated evaluation services were developed

in response to a growing need for low-cost,
quick-response property evaluations. While not
a complete appraisal, these abbreviated reports
provide much of the same information and can
be completed in a matter of a few hours. They
are used by lending institutions to estimate
property values. However, they cannot take
into account unique features or factor in the
affect of changing neighborhoods
(http://www.mrktusa.com/glossary.htm).
B
Broker
(1) A state-licensed individual who acts as the

agent for the seller or buyer
(http://www.realtor.org).
(2) Real estate: Any person, partnership,
association, or corporation that, for
compensation or valuable consideration sells or
offers for sale; buys or offers to buy; or
negotiates the purchase, sale, or exchange of
real estate; or that leases or offers to lease; or
rents or offers for rent any real estate or the
improvement thereon for others. Such a broker
must secure a state license. For a license to be
issued to a firm, it is usually required that all
Glossary
active partners or officers be licensed real
estate brokers.
Broker of record
The person registered with his or her state

licensing authority as the managing broker of a
specific real estate sales office
Broker price opinion (BPO)
(1) The real estate brokers opinion of the

expected final net sale price, determined prior
to the acquisition of the property
(2) A BPO is similar to an appraisal, but is done
by a real estate broker instead of a licensed
appraiser. This option may be used by lenders
and mortgage companies when they feel the
expense and delay of an appraisal is not
necessary
(http://www.bcsres.com/Glossary_of_terms.html).
have been recently sold or leased and are

similar to the property being evaluated.
Comparables need not be identical to the
subject, but should be similar or relatively easy
to adjust for differences in comparison. (See
Ventolo and Williams)
Comparative market analysis (CMA)
(1) Comparative market analyses are used to

help establish a realistic price range for a home.
A CMA usually includes a review of comparable
properties in the immediate area currently on
the market or that have recently sold
(http://www.mrktusa.com/glossary.htm).
(2) A CMA is an estimate of the home's value
compared with others. This differs from an
appraisal in that property currently for sale may
be taken into consideration (competition for
the subject property)
(http://www.ask.com/wiki/Real_estate_broker/agen
t).
Competency Rule
C
Change
The appraisal principle that states that the

cause and effect of economic and social forces
are constantly causing property values to be in
transition.
Client
The party or parties who engage an appraiser

(by employment or contract) in a specific
assignment.
Code of Ethics
Rules of ethical conduct, such as those that

govern the actions of members of a
professional group.
Comparables
Properties used to express estimate of value for

the subject property. Normally, such properties
An appraiser must be competent to perform the

assignment, acquire the necessary competency
to perform the assignment, or decline or
withdraw from the assignment.
Competition
The principle that success attracts success,

meaning that one successful business will draw
more businesses like it into the market, diluting
profits. (See Melanie McLane)
Confidential information
Information that is either identified by the

client as confidential when providing it to an
appraiser and that is not available from any
other source, or classified as confidential or
private by applicable law or regulation.
Contribution
(1) The appraisal principle that states that the
worth of a particular component is measured by
the amount it contributes to the value of the
whole property, regardless of the actual cost of
107

the component. The value of the component
may be measured as the amount by which its
absence would detract from the entire property
value.
(2) The principle that any improvement to a
property, whether to vacant land or a building,
is worth only what it adds to the market value
of the property, regardless of the actual cost of
the improvement. (See Melanie McLane)
Cost
The total amount spent to acquire or build. May

or may not reflect value. Cost is historic and
does not vary.
D
Debt reduction
The process of reducing the amount of money

owed on an unsecured loan or purchase.
Decreasing returns
The situation in which property improvement

no longer brings a corresponding increase in
property income or value.
Deed-in-Lieu of Foreclosure (DIL)
The voluntary surrender of property by an

owner/borrower to a lien holder that eliminates
the need to continue foreclosure action by the
lien holder. The lien holder can refuse to accept
the deed in lieu.
Depreciation
Loss in value due to any cause, including

physical deterioration, functional obsolescence,
and external obsolescence.
Distressed sales
Generally refers to foreclosures and short sales,

selling at discounts of 15 to 20 percent from
non-distressed market prices. This can exert a
major negative impact on overall market prices
108
(http://www.realtor.org/research_secured/reinsight
s/behindthenumbers).
E
Escrow
Money, securities, or property held by a third

party until the conditions of a contract are met.
Externality
Property is affected either positively or

negatively by influences outside the property
lines.
Fair market price
The most probable price, as of the date of

inspection or other specifically defined date,
which a property should bring in a competitive
and open market under all conditions requisite
to a fair sale, the buyer and seller each acting
prudently and knowledgeably, and assuming
the price is not affected by undue stimulus.
Fair market value
The most probable price real estate should

bring in a sale occurring under normal market
conditions.
Fannie Mae (FNMA)
The Federal National Mortgage Association

(FNMA), which is a congressionally chartered,
shareholder-owned company that is the
nation's largest supplier of home mortgage
funds
(http://www.realestateabc.com/glossary/glossary1.
htm#Fannie Mae (FNMA)).
Federal Home Loan Banks (FHLB)
FHLBs provide stable, on-demand, low-cost

funding to American financial institutions for
home mortgage loans, small business, rural,
Glossary
agricultural, and economic development
lending.
Federal Housing Administration (FHA)
The FHA is a U.S. government agency created as

part of the National Housing Act of 1934. It
insures loans made by banks and other private
lenders for home building and home buying.
The goals of this organization are to improve
housing standards and conditions, to provide an
adequate home financing system through
insurance of mortgage loans, and to stabilize
the mortgage market.
Federal Housing Finance Agency (FHFA)
The FHFA is an independent federal agency

created as the successor regulatory agency
resulting from the statutory merger of the
Federal Housing Finance Board (FHFB), the
Office of Federal Housing Enterprise Oversight
(OFHEO), and the U.S. Department of Housing
and Urban Development governmentsponsored enterprise mission team, absorbing
the powers and regulatory authority of both
entities, with expanded legal and regulatory
authority, including the ability to place
government sponsored enterprises (GSEs) into
receivership or conservatorship. The enabling
law establishing the FHFA is the Federal Housing
Finance Regulatory Reform Act of 2008.
Fiduciary
A person who holds an asset in trust for a

beneficiary.
Forced sale liquidation
A court-ordered liquidation sale, as in

bankruptcy.
Foreclosure
A legal process in which a default in payment or

other terms of the mortgage note causes the
property used as security for the mortgage to
be sold to satisfy the debt. The title to the
property in the mortgage is passed to either the
holder of the mortgage or to a third party.
Foreclosure sale
Property sold to the highest bidder, typically at

auction.
Freddie Mac (FHLMC)
A leading, government-sponsored enterprise

and publicly-traded company that creates
guidelines on suitable properties, down
payment, income and credit requirements, and
the maximum mortgage amount. The maximum
loan limit is reset each year by Freddie Mac and
Fannie Mae. Middle-income Americans have
access to more affordable rentals and
homeownership largely because of Freddie
Mac's efforts to keep funds flowing to creditors.
Freddie Mac buys, guarantees, and packages
mortgages to create securities
(http://www.personalhomeloanmortgages.com/mor
tgage_glossary.asp).
G
General data
Information not specific to a certain property

(e.g., interest rates, employment rates, census
information). (See Fisher and Tosh)
Government-sponsored enterprise (GSE)
Government-sponsored enterprises, two of

which are the housing enterprises of Fannie
Mae (FNMA) and Freddie Mac (FHLMC), which
account for nearly 70% of the residential loans
in the U.S.
(http://en.wikipedia.org/wiki/Mortgage_GSE_contro
versy).
Gross living area (GLA)
Total finished, habitable, above-grade space,

measured along the buildings outside
perimeter.
109
H
Highest and best use
The reasonable and probable use of a property

that will support the highest present value of
the land. (See Betts and Ely)
Home Affordable Foreclosure Alternatives

(HAFA)
In 2009, the Treasury Department introduced

the HAFA program to provide a viable option for
homeowners who are unable to keep their
homes through the existing Home Affordable
Modification Program (HAMP). The HAFA
program took effect on April 5, 2010, although
some servicers may have implemented it
sooner if they met certain requirements. It
sunsets on December 31, 2012.
HAFA provides incentives in connection with a
short sale or a deed-in-lieu of foreclosure (DIL),
used to avoid foreclosure on a loan eligible for
modification under the HAMP program
(http://www.realtor.org/government_affairs/short_
sales_hafa).
Home Affordable Modification Program

(HAMP)
HAMP is a federal program set up to help

eligible home owners with loan modifications
on their home mortgage debt. It is set up in the
context of the ongoing subprime mortgage
crisis in the debt markets, continuing from
2008.
I
Increasing returns
Refers to the situation in which improvements

to a property increase its income or value. (See
Melanie McLane)
110
Inflation
An increase in the pricing environment due to a

rise in the volume and availability of money and
credit and a reduction in the availability of
goods.
Intended use
The use or uses of an appraisers reported

appraisal, appraisal review, or appraisal
consulting assignment opinions and
conclusions, as identified by the appraiser
based on communication with the client at the
time of the assignment.
K
L
License law
Refers to individual states real estate laws,

regulations, and the licensing requirements for
real estate agents in a specific jurisdiction.
Lien
A right given by law to certain creditors to have

their debts paid out of the property of a
defaulting debtor, usually by means of a court
sale.
Limiting conditions
Specifications in an appraisal report that restrict

the assumptions in the report to certain
situations (e.g., date and use of the appraisal,
definition of value, definition of surveys used or
not used, etc.). (See Fisher and Tosh)
Liquidation value
The estimated price of an asset when there is

insufficient time to sell that asset on the open
market, thereby reducing its exposure to
potential buyers. Liquidation value is typically
Glossary
lower than fair market value
(http://en.wikipedia.org/wiki/Liquidation_value).
Liquidity
(1) The ability to convert assets or investments

into cash without significant loss.
(2) The ease of selling an asset for cash.
M
Market value
The most probable price real estate should

bring in a sale occurring under normal market
conditions. (See NAR)
Mortgage
A legal document in which real estate is named

as the security or collateral for the repayment
of the loan. (See Fisher and Tosh)
Multiple listing service (MLS)
The primary purpose of the multiple listing

service is to provide a facility to publish a
unilateral offer of cooperation and
compensation by a listing broker to other
broker participants in that MLS.
N
National Association of REALTORS (NAR)
NAR is comprised of real estate professionals

involved in every aspect of the real estate
industry, from residential brokers to property
managers. NAR has over one million members,
including residential and commercial real estate
agents, brokers, property managers, and
appraisers.
Neighborhood life cycle
development, equilibrium, decline, and

revitalization.
Development (growth): Improvements are
made, and properties experience a rising
demand.
Equilibrium: Properties undergo little change;
also called stability.
Decline: Properties require an increasing
amount of upkeep to retain their original utility
and become less desirable.
Revitalization: Property renovations occur in
response to demand; all called rehabilitation.
(See Ventolo and Williams)
O
Outlier
Outliers are properties that, for reasons that are
usually undetermined, sold for a price that is
extremely high or low based on all other
comparables.
P
Passive income
Income from rental activity or other business in

which the investor does not actively participate.
Personal property
Identifiable tangible objects that are considered

by the general public as being personal (e.g.,
furnishings, artwork, antiques, gems and
jewelry, collectibles, machinery and
equipment). All tangible property that is not
classified as real estate.
Potential gross income
A propertys total potential income from all

sources during a specified period of time.
The period during which most of the properties

in a neighborhood undergo the stages of
111
Pre-Foreclosure
Begins at mortgage default and ends when

property is sold. Length varies. It is during this
period when a borrower may attempt a short
sale.
Price
The amount asked, offered, or paid for a

property.
Progression
The principle that the value of an inferior

property is enhanced if surrounded by
properties of greater value.
Public records
A public record is any document or record

required to be made or kept by law. It is a
record made by a public officer or a
government agency in the course of the
performance of a duty. Public records are
subject to inspection, examination, and copying
by any member of the public (MerriamWebster's Dictionary of Law 2001).
Q
Qualitative
Pertaining to, or concerned with, quality or

qualities.
Quantitative
Pertaining to, or concerned with, measuring

quantity.
Quick sale
A quick sale involves buying a property for a

price lower than its normal value. This normally
happens when the mortgage loan could not be
paid by the borrower or home owner. After a
couple of months that the debtor failed to pay
for the loan, the lender decides to sell the
property for a lower price, rather than putting
too much pressure on the borrower
112
(http://ezinearticles.com/?What-is-a-Quick-Sale-inReal-Estate?&id=3703139).
R
Real estate
An identified parcel or tract of land, including

improvements, if any.
Real Estate Buyers Agent Council, Inc.

(REBAC)
Real Estate Buyers Agent Council, Inc. of the

National Association of REALTORS Center for
Specialized REALTOR Education.
Real Estate Investment Trust (REIT)
A company that securitizes and manages a

portfolio of real estate for shareholders.
Real Estate Owned (REO)
If a foreclosure sale is unsuccessful, ownership

of the property is transferred involuntarily to
the lender.
Real property
The interests, benefits, and rights inherent in

the ownership of real estate.
REALTORS Valuation Model (RVM)
The RVM is a creation of the Realtors Property

Resource (RPR). The online real estate library
will catalog every property in the United States.
This initiative will provide access to a national
database of real property information and will
give real estate professionals the best access to
real property information needed to serve their
clients and customers.
Realtors Property Resource (RPR)
NARs library/archive that will include in-depth

information on every parcel of real property,
including public record information, details of
prior transactions, MLS-provided information,
Glossary
zoning information, transfer tax information,
and other relevant information
(http://www.realtor.org/about_nar/realtors_proper
ty_resource).
Regression
The principle that a higher-priced property is

worth less if located amid lower-priced
properties. (See Melanie McLane)
S
Sales comparison approach
One of three approaches to value in appraisal

theory. In this approach, value is estimated by
comparing similar properties that have sold
recently to the subject property.
Sales person
Any person who, for compensation or valuable

consideration, is employed either directly or
indirectly by a real estate broker to work with a
client to sell or offer to sell; or to buy or offer to
buy; or to negotiate the purchase, sale, or
exchange of real estate; or to lease, rent, or
offer for rent any real estate; or to negotiate
leases thereof or improvements thereon. Such a
salesperson or agent must secure a state
license.
Scope of work
The type and extent of research and analyses in

an assignment. An appraiser must identify the
problem to be solved, determine and perform
the scope of work necessary to develop credible
assignment results, and disclose the scope of
work in the report.
Selling price
The actual price that a buyer pays for a

property.
Short sale
As used in MLS rules (Section 7.23, Note 3), a

short sale is defined as a transaction where title
transfers, where the sales price is insufficient to
pay the total of all liens and costs of sale, and
where the seller does not bring sufficient liquid
assets to the closing to cure all deficiencies.
Short Sales and Foreclosure Resource (SFR)
This certification is awarded to REALTORS who

meet the specified educational criteria set up by
the Real Estate Buyers Agent Council (REBAC)
of the National Association of REALTORS
(www.RealtorSFR.org).
Specific data
Data related to the subject property and

comparable properties in the market.
Supply and demand
The principle that the value of any good or

service will rise as demand increases and supply
decreases, and fall as demand decreases and
supply increases. (See Melanie McLane)
T
Title
The evidence of a persons right to the

ownership and possession of land.
U
V
Valuation
The act of assessing the value or price of a

property or investment.
113
Value
The subjective judgment on the relative worth

of something.
W
X
Y
Z
114

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F

BPOs: The Agents

A program by the National Association of

BPOs: The Agents Role in the Valuation Process

National Association of REALTORS

National Association of REALTORS

BPOs: The Agents Role in the Valuation Process

National Association of REALTORS

BPOs: The Agents Role in the Valuation Process

BPOs: The Agents Role in the Valuation Process

David DeMello, Chief Appraiser, Clear Capital, Truckee, CA

Lynn Madison, ABR, ABRM, GRI, SFR, SRES, Lake Zurich, IL

Melanie McLane, ABR, CRB, CRS, e-PRO, GREEN, GRI, RAA,

Matt Wilkins, CRS, e-PRO, GRI, Woodbridge, VA

About This Course

BPOs: The Agents Role in the Valuation Process

What You Will Learn

Prepare accurate and professional BPOs.

Evaluate market valuation tools for the most productive

Identify and weigh all significant factors influencing the creation

How to earn the BPOR (Broker Price Opinion Resource)

Eligibility to receive BPO orders (Approximately 2 weeks after you

For more information, visit www.BPOR.org or email BPOR@realtors.org.

National Association of REALTORS

BPOs: The Agents Role in the Valuation Process

Module 1: Roles and Responsibilities

Differentiate a BPO from an appraisal or CMA

Explain competence within the framework of the Code of Ethics

Describe how competence is determined

Outline the Value of Company Policies Pertinent to Risk

For whom do you do BPOs?

For what purposes are the BPOs being done?

Why would an agent want to do BPOs?

National Association of REALTORS

BPOs: The Agents Role in the Valuation Process

BPOs and CMAs

BPOs are generally prepared for mortgage lenders.

Historically, BPOs were not as thorough as CMAs; but they are

CMAs are generally prepared for homeowners.

BPOs and CMAs are estimates of the probable selling price of a

BPOs and CMAs must be prepared by a licensed real estate

The final report must comply with client/BPO company guidelines,

BPO representatives should not be influenced by any party

How Do Appraisals Differ from CMAs and BPOs?

Multiple Uses of BPOs

BPOs can effectively be used in the following situations:

Investments: An investor may have 50 properties in a portfolio

Distressed loans: Defaulted loans are the primary reason for

Legal: Such legal events as divorce, bankruptcy, and estate

Removal of PMI: If a homeowner requests the removal of their

HELOC Review: BPOs may be used to determine a home equity

National Association of REALTORS

BPOs: The Agents Role in the Valuation Process

National Association of REALTORS

BPOs: The Agents Role in the Valuation Process

Standard of Practice 11-1

Identification of the subject property

Defined value or price

Limiting conditions, including statements of purpose(s) and

Any present or contemplated interest, including the possibility of

Basis for the opinion, including applicable market data

If the opinion is not an appraisal, a statement to that effect

Standard of Practice 11-2

Standard of Practice 11-4